Role Play Mastery: Closing with Confidence

Call Date

Dec 12, 2025

Primary Topics

Group Coaching, PAS, Sales + Closing

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Call Description

This session walks through a live role-play of the PAS Jumpstart 12 process, including how to set up the call, qualify prospects, and use the software to demonstrate value. The call covers intake best practices, pricing conversations, and how to avoid overwhelming prospects by focusing on just a few high-impact strategies. Coaches will see how to use the PAS tools to create urgency, handle objections, and set up a clear implementation plan that leads to confident closes. The discussion also covers nuances of screen sharing, what to show (and not show), and how to keep the software in the background while leading the conversation.

Why this call matters

  • Shows exactly how to run a high-conversion PAS assessment call from start to finish.

  • Reveals how to use role play to build confidence and mastery in closing.

  • Demonstrates how to qualify prospects and set expectations before the assessment.

  • Provides actionable scripts and strategies for pricing, payment options, and handling objections.

  • Clarifies the difference between a coaching call and a sales/assessment call.

Key Points:

  1. Introductions & Wins (00:00) – Sharing recent successes and onboarding new coaches to the group.
  2. Importance of Following the System (00:06:00) – Why sticking to the proven process leads to consistent results.
  3. Intake & Pre-Qualification (00:13:00) – How to use a 15-minute call and intake form to screen for ideal clients.
  4. Role Play Setup (00:22:00) – Framing the session and selecting a business scenario for the demonstration.
  5. PAS Assessment Walkthrough (00:27:00) – Step-by-step demonstration of the Jumpstart 12 process with a construction company example.
  6. Focusing on High-Impact Strategies (00:35:00) – Why to start with market dominating position, compelling offer, and drip campaign.
  7. Demonstrating Value with Conservative Numbers (00:41:00) – Showing profit impact using low, believable estimates.
  8. Handling Pricing & Payment Objections (00:48:00) – Scripts for investment framing, payment plans, and soft closes.
  9. Implementation Scheduling (00:53:00) – How to set up a 12-month plan and front-load key strategies.
  10. Coaching vs. Assessment Distinction (00:58:00) – Why the initial call is about creating a plan, not delivering coaching.

Key Takeaways:

  • Lead with the PAS process, not coaching.

  • Qualify prospects before the assessment to save time and energy.

  • Show value with conservative, believable numbers.

  • Use role play to practice and master closing conversations.

Notable Quotes:

  • “This isn’t a coaching call—it’s about creating a coaching plan.”

  • “If they can’t fill out the intake form, they’re not going to implement the strategies.”

  • “A confused mind always says no—that’s why we focus on just three strategies.”

Action Steps from the Call:

  1. Implement a 15-minute intake call and require a completed intake form before scheduling assessments.
  2. Practice the PAS Jumpstart 12 role play with another coach, focusing on market dominating position, compelling offer, and drip campaign.
  3. Use conservative numbers when demonstrating profit impact to prospects.
  4. Prepare payment plan options and scripts for handling investment objections.
  5. Record your assessment calls on Zoom for review and improvement.

Resources & Tools Mentioned:

  • Profit Acceleration Software (PAS): Core tool for assessments and impact calculations.

  • Jumpstart 12 & Jumpstart 40: Structured frameworks for presenting strategies.

  • Intake Form Template: Available in the Focused.com Coaches Facebook Group.

  • Meta Ad Library: For researching client ad activity.

  • Zoom: For running and recording virtual assessment calls.

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